Prospecting Resources
This page contains resources you may use to prospect. Please feel free to download and use these documents in any way that you find helpful. We also welcome your feedback at info@salesconcepts.com.
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Course Manual |
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Developing Your Value Message |
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Developing Your Message Revision Guidelines |
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11 Keys for Successful Prospecting |
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| Managing Time and Priorities | ||
| The main difference between successful people and mediocre people is how they use their time. The following links are tools you can use to help you execute the right goals and maximize the value of your time. | ||
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Use this Excel Spreadsheet to track your progress with the 8-Touch prospecting system.
8-Touch Proactive Prospecting System Call Tracker Form.xlsx |
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One of the most important activities for any salesperson is keeping their pipeline full. Unfortunately, it can become one of the most neglected activities for salespeople. Keep the act of prospecting front and center with our call counter. Set goals and keep them.
12 Call Count Form.xlsx |
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In order to make the most of your time and set the right goals as to how to use it you need a complete understanding of how you use your time. Our Time Analyzer will help you figure out when you are the most productive and help you pinpoint any areas where you may be misusing your time.
Time Analysis Form.xlsx |
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One of the biggest roadblocks salespeople have when it comes to prospecting is the perception that there is not enough time to do it. If you had a toothache you would find time to go to the dentist. In other words if something is important enough you will find time to do it. Use this form to set an appointment with yourself to prospect. Give it the same level of importance you would a visit with your best customer. Hopefully you don't view prospecting to be as painful as a toothache.
Time Graph.xlsx |
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As salespeople, we often underestimate how many calls we need to make to keep our pipeline full. Use this worksheet to set the right goals for your prospecting efforts.
How Many Calls Needed To Reach Growth Target.xlsx |
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This page was last updated: February 8, 2022
Have a favorite prospecting resource not represented here? Tell us about it and why you like it and we will post it.
